When people start their own consulting firm or professional practice, they take on the task of acquiring work as well as doing the work. It is often difficult to get appointments with prospective clients so making the most of the opportunities you get is crucial to success. It is a constant process as we all need new clients as engagements and contracts end.

Being prepared for and controlling a client engagement (sales) meeting gives the consultant the best chance of success. Most organisations have a requirement that they receive more than one proposal, so you must accept the fact that somebody is going to miss out and having the right process and skills for that engagement meeting reduces the odds of it being you who misses out.

One our members has volunteered to be the prospective client and Bryan will sell that member’s services back to him.

Bryan is one of Australia’s most experienced and respected professional services practice mentors. He is on a mission to help professionals have both a successful practice and enjoy a personal life. Harnessing the energy of the professional practitioner with his experience and wisdom creates the momentum to achieve the objectives of the practice.Based in Brisbane, he works with professional services organisations and SMEs (he dislikes the term ‘small business”), looking to take that next step – whether it be growing their practice into a business, elevating their revenue or profits and enjoying the life they want.

Barry Anderson brings over 40 years of delivering significant business benefits as a strategic leader and manager of change, within the public, private and community sectors. This has been in both senior line management and change programme management via consultant or mentor roles. Barry has led and mentored enterprises ranging from entrepreneurial technology start-ups to major government agencies employing 4,000 people across Australia.

His strategic thinking is built upon strong theoretical frameworks of business management and change and programme management. He has high levels of comfort with complexity, ambiguity and uncertainty and enjoys working with “thinkers” on complex and challenging strategic change activities. Barry is capable of creating mental mosaics in real-time in situ, which cover all aspects of the organisation from the three horizons of the business environment scan, through strategy and capability assessment to benefits realisation.

A light lunch will be served at 1pm and a cash bar will be operating. The presentation will commence at 1:30pm. Gentlemen are required to wearsuit and tie, with ladies required to dress accordingly, (dress or slack suit).

John has twenty years of strategy consulting experience. He will break down the anatomy of a strategic mindset and show you how to build perspectives of the future. He will leave you with the ability to navigate effectively in the era of disruption and align your intended, perceived and unfair advantages.

John Hale speaks at conferences, runs a strategy practice and coaches leaders. John has spoken at thousands of events including the Global Speakers Summit. John’s one on one work with hundreds of organisations, including global technology companies and elite sporting programs allow him to share insights around strategy, digital disruption and human performance. His messages include powerful models, metaphors from his life and narratives from many sources. John’s presentations are uplifting, memorable and often redefine the future agenda for an industry or business culture.

John is also a strategy expert, who helps clients articulate the specific steps needed to build and maintain a great business. Beyond the strategy process, John is committed to helping people take the courageous steps needed to drive value well into the future. John provides transformative coaching. He helps men and women to enhance their business, leadership, relationships, confidence, health and intuition withthree, six and twelve-month coaching programs.

The hot breakfast will be served at 7:15 am in Room A2 on the Arbour Level. The presentation will commence at 7:45 am.It can be easy to get lost in BCEC but our venue (Room A2) is very easy to find, if you know how. It is on the mezzanine level, up the escalator from the Grey Street entrance.